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Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011

A common misconception is that most Solution Provider businesses fared poorly during the economic downturn. While recent statistics show that 30% of IT businesses ceased operations in the past 24 months, a larger number grew their businesses in double digits, and some even triple.Surviving the downturn for these successful Solution Providers meant revisiting the business plan, seeking support from peer and community groups, expanding relationships with current clients, and, perhaps most importantly, taking the initiative to carve out new market niches. Diversifying your product and service offerings to a wider audience provides a more stable foundation for your business.

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Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011

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  1. A U T O T A S K A C A D E M Y Growing Your Business into New Markets in 2011 PRESENTER: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com

  2. A U T O T A S K A C A D E M Y Planning for Growth | 5 Steps Strategic Framework Adjacent Opportunities Market Sizing Develop Partnerships Understanding the Ecosystem

  3. A U T O T A S K A C A D E M Y Myth #1 | It is ALL about the Services Don't Know/Unsure 4.5% Other Services 5.5% Consulting 28.2% Managed Services 8.6% Technical Services 11.7% Software 21.1% Hardware 20.4%

  4. A U T O T A S K A C A D E M Y Myth #1 | It is ALL about the Services BALANCE BALANCE

  5. A U T O T A S K A C A D E M Y | It is ALL about the Cloud Myth # Myth #2 2 | It is ALL about the Cloud % of 2009 Actual Budget % of 2012 Anticipated Budget 60% 52.8% 50% 42.1% 40% 30% 21.3% 19.2% 19.2% 17.5% 20% 15.6% 12.3% 10% 0% On-premise Product Purchase On-premise Hosted Off-premise Hosted Pure Cloud

  6. A U T O T A S K A C A D E M Y | It is ALL about the Cloud Myth #2 Myth #2 | It is ALL about the Cloud DELIVERING WHAT DELIVERING WHAT IS BEST FOR YOUR IS BEST FOR YOUR CUSTOMER CUSTOMER

  7. A U T O T A S K A C A D E M Y Strategic Framework | Strategic Framework | Let’s Get Started 12 Ways to 12 Ways to Grow Your Grow Your Business Business Let’s Get Started

  8. A U T O T A S K A C A D E M Y Business Planning Customer Buying Behavior Geography Offering Mix & Value Proposition Industry Verticals Route to Market Product or Service Verticals Your Business Segment Pricing & Promo Strategy Competitor SWOT Sales Coverage & Marketing Enablement Capacity Planning Credit & Financials Acquisition Demo- graphics Community Measurements and Metrics

  9. A U T O T A S K A C A D E M Y 1. GEOGRAPHY 1. GEOGRAPHY

  10. A U T O T A S K A C A D E M Y 2. INDUSTRY VERTICALS 2. INDUSTRY VERTICALS Increase Decrease Stay the Same Unsure Healthcare Financial Svcs Manufacturers Education 45.5% 3.8% 40.4% 10.3% 33.1% 5.5% 51.0% 10.3% 28.6% 4.1% 55.1% 12.2% 26.6% 5.0% 55.4% 12.9% Retail 25.0% 6.1% 54.5% 14.4% Communications Telco Svc Providers Federal Govt Digital Home State/Local Govt 24.4% 3.1% 60.3% 12.2% 23.9% 2.7% 58.4% 15.0% 23.8% 7.7% 55.4% 13.1% 22.1% 4.1% 61.5% 12.3% 21.8% 10.5% 56.4% 11.3% Utilities 17.9% 5.4% 59.8% 17.0% Transportation Construction Automotive 16.0% 2.8% 64.2% 17.0% 15.2% 13.6% 56.8% 14.4% 15.1% 4.0% 67.5% 13.5%

  11. A U T O T A S K A C A D E M Y 3 3. PRODUCT VERTICALS . PRODUCT VERTICALS “CONVERGENCE” “CONVERGENCE” CLOUD PC/Server Sales Mobility Solutions Consumer Electronics POS Data Capture Break/Fix Services Hosting Digital Signage Cloud Computing Disaster Recovery Consulting Services Inventory RFID, Bar Code Document Imaging Business Applications PC/Server Custom Builder Home Automation Virtualization Infrastructure Implementation Training Education Pro A/V Video Managed Print Managed Services Unified Communications VoIP Security Video Surveillance Networking Wireless Security Data Protection Green IT Custom Software Telecommunications Backup/Recovery Services Internet Solutions & Development Storage Sales # of Partners 70,000 50,000 30,000 10,000 1,000

  12. A U T O T A S K A C A D E M Y 4 4. PRICING & PROMO . PRICING & PROMO

  13. A U T O T A S K A C A D E M Y 5. ACQUISITION 5. ACQUISITION

  14. A U T O T A S K A C A D E M Y 6 6. COMMUNITY . COMMUNITY

  15. A U T O T A S K A C A D E M Y 7. DEMOGRAPHICS 7. DEMOGRAPHICS

  16. A U T O T A S K A C A D E M Y 8 8. CREDIT & FINANCIALS . CREDIT & FINANCIALS

  17. A U T O T A S K A C A D E M Y 9. COMPETITOR SWOT 9. COMPETITOR SWOT

  18. A U T O T A S K A C A D E M Y 10. SEGMENT 10. SEGMENT

  19. A U T O T A S K A C A D E M Y 11 11. ROUTES TO MARKET . ROUTES TO MARKET

  20. A U T O T A S K A C A D E M Y 12. VISIBILITY 12. VISIBILITY

  21. A U T O T A S K A C A D E M Y BUILDING A FOUNDATION BUILDING A FOUNDATION

  22. A U T O T A S K A C A D E M Y MSP Mentor 250 MSP Mentor 100 TOP 150 Channel Chief – Bob Godgart

  23. A U T O T A S K A C A D E M Y AUTOTASK PREPARES YOUR BUSINESS FOR GROWTH 1. Cash flow predictability 2. Consistent client service levels, managed expectations 3. Efficient use of staff and increased utilization 4. Expanded service offerings 5. Cost reduction 6. Increased profitability

  24. Thank You! Thank You! A U T O T A S K A C A D E M Y CONTACT INFO: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com 518-720-3500 x1363

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